4.6 (225 reviews)

This course provides participants with the necessary techniques to plan, develop and understand the negotiation process. The art of successful negotiation is based on the careful exploration of opposing positions, and the development of wise and sustainable agreements to support positive 'win-win' outcomes.

 Course Overview

Duration:

1 Day

Audience:

For team members involved in negotiating, who aim to achieve collaborative outcomes that meet the needs of all parties.

Benefits:

Provide structure to increase confidence
Provides strategies to create win/win outcomes for resentment avoidance in ongoing relationships
Minimises friction between people in long term business relationships

 Course Content

Learning Outcomes

Understand the importance and benefits of negotiation
Identify the phases and tasks in negotiating
Effectively utilise tools and techniques to enable effective planning, delivery and review of negotiating situations.
Improve productivity via developing an appropriate negotiating style.
Use strategies to overcome negotiating barriers and pitfalls by understanding desired outcomes.

Establishing your Terms of Agreement

Understanding negotiation objectives
Identifying objectives
Determining variables
Understanding and establishing your requirements
Establishing requirements
Working with a negotiation team

The Phases and Skills of Negotiation

Understanding needs
Substantive Needs
Procedural Needs
Psychological/Relationship needs
Phase 1 - Preparation
Phase 2 - Interaction
Phase 3 - Close
Responding to Resistance
Opening a Negotiation

Our Greatest Fears and their Implications

Humiliation
Fear of Failure
Fear of Rejection
Fear of lack of Power

Negotiating Styles

Aggressive
Co-operative
Unfair tactics

Negotiating Strategies

Focus on Interests, not Positions
Be Concrete but Flexible
Be Touch on the Problem, soft on People
Developing Objective Criteria
Fair Standards
Fair Procedures
Never Yield to Pressure

Negotiating Essentials

Setting your negotiating goals
Communicating during a negotiation
Questions in a negotiation
Know your hot buttons
Figure you WAP and BATNA to a Negotiated Agreement
Options for Mutual Gain
Brainstorming
Broaden your options
Look through the eyes of different experts

Useful Negotiating Tactics

Don't be a Victim
Wait it out
Establish Limits
Share the problem
Give a token
Use a Third Party
Play Hardball
Getting People on Your Side
Overcome obstacles
Handling unethical tactics

 Delivery Options

Delivery

Classroom sessions are delivered at a CTSA venue (Public courses) or at a nominated location (Private courses only).

Inclusions:
• Computer for each participant, configured with appropriate software (if necessary)
• Training Manual/activity booklet
• Certificate of completion

Full Day Sessions:
9:00am - 4: 30pm

Half Day Sessions:
9:00am - 12:30pm or 1:30pm - 5:00pm

Live online sessions are virtual instructor-led sessions conducted online from your location. You will be sent an invitation to join the session. There is no need for software just a computer with an internet connection and a browser.

Inclusions:
• E-Book Training Manual/activity booklet will be provided
• Certificate of completion